Abstract
In this study, we measure the roles of individual performance motives, team goal commitment motives, and managerial support on the acceptance of disruptive technologies amongst sales force members. Disruptive technologies are unique in that they require the end user to drastically change their work processes in order to fully integrate the technology. As this transition to a disruptive technology takes both time and effort, a salesperson is likely to be distracted from their primary goals (e.g., hitting deadlines or goals). We explore the interaction of these factors with an online survey of 163 sales force members. A confirmatory factor analysis was run to confirm the validity and reliability of the data while OLS regression was used to analyze the results. To facilitate this analysis, we develop a new, five-item scale that measures technology disruptiveness at the employee level.
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